Sublime
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We’re making this up as we go along because few of us have seen real-life models of effective communication skills.
Kerry Patterson • Crucial Conversations: Tools for Talking When Stakes are High, Third Edition
Even if the terms of an agreement seem favorable, the other side may reject them simply out of a suspicion born of their exclusion from the drafting process.
Roger Fisher, William L. Ury, Bruce Patton • Getting to Yes: Negotiating Agreement Without Giving In
One of the most helpful tools a mediator has is the ability to identify this invisible Third Story. This means describing the problem between the parties in a way that rings true for both sides simultaneously.
Roger Fisher • Difficult Conversations: How to Discuss What Matters Most
WORK ON ME FIRST, US SECOND
Kerry Patterson • Crucial Conversations: Tools for Talking When Stakes are High, Third Edition
ask them how they think it addresses the problem at hand.
Roger Fisher, William L. Ury, Bruce Patton • Getting to Yes: Negotiating Agreement Without Giving In
Whatever you say, you should expect that the other side will almost always hear something different.
Roger Fisher, William L. Ury, Bruce Patton • Getting to Yes: Negotiating Agreement Without Giving In
Avoiding the Second Mistake: Listen for Feelings, and Reflect on Your Intentions
Roger Fisher • Difficult Conversations: How to Discuss What Matters Most
Carry your goal with you into the negotiation.
G. Richard Shell • Bargaining for Advantage: Negotiation Strategies for Reasonable People
Where disagreements persist, seek second-order agreement—agreement on where you disagree.